Pipeline doesn't come from a platform install or a slide deck. It comes from a sales operation that understands how buyers actually decide. And a Dynamics 365 build that turns that understanding into measurable, repeatable revenue.
Most sales transformations pick a side. The platform-led ones install a CRM and call it change. The motivation-led ones run a kick-off and call it growth. We do neither. Because real sales operations win on both at once.
The room, the question, the moment a buying committee starts to move. The instinct that recognises a stalled deal before the CRM does. The conversation that turns a sceptic into an internal champion. The judgement only practitioners who have been there carry.
Dynamics 365 Sales as the operating spine. Process Intelligence catching drift across the funnel. Agentic AI doing the research and qualification a week used to take. Signal data, weighted forecast, account momentum. Instinct turned into a measurable, repeatable system.
Operating model, platform, measurement, and agent integration. Designed together, sequenced by risk. Every engagement led by practitioners who have sold, managed pipeline, and shipped D365 builds themselves.
Team shape, territory, segmentation and comp redesigned around the work that actually wins now. SDR/BDR/AE roles redrawn for the agent-augmented funnel, not the 2020 one.
Greenfield builds, replatforms, and optimisations of live estates. Process design L1-3 done before configuration; configuration done by certified delivery partners we trust. The boundary matters. Most failed transformations confused the two.
From 'what was logged' to 'what's likely to land'. Process Intelligence on the D365 estate exposes where the funnel is leaking pipeline, and where forecast confidence is being inflated by hope.
Sales Qualification Agent, Sales Insights, and Microsoft Copilot wired into the D365 motion. Not bolted onto it. The agents change the team shape; the integration makes the change durable.
One view across pipeline, forecast and rep activity. Designed so a CRO can read the operating state of the business in under thirty seconds, and a rep can find their next action in under three.
Autonomous agents now research, qualify, and tee up the conversation. The SDR validates. The AE closes. We redesign the operation around the new shape. And integrate the agents into D365 so the work is durable.
Three production agents now operate at the top of the funnel. Not in preview. Live, with paying customers, in 2025-2026.
Researches leads against the open web and CRM data, runs personalised multi-turn email qualification, hands warm conversations to human reps.
Autonomous inbound SDR. Generates outreach, qualifies via conversation, books meetings without human dispatch. Metered via Flex Credits.
Researches and prospects against ICP criteria, drafts personalised outreach, sequences engagement, surfaces qualified replies for handoff.
Each does the same thing: research, personalisation, multi-turn qualification, handoff. The work that defined a week of an SDR's calendar now happens in seconds, at marginal cost, twenty-four hours a day. This is not augmentation. It is substitution at the layer where most B2B sales orgs still allocate their largest headcount.
Salespeople spend 35.9% of their time selling. 28% of CRM-licensed users don't use the system consistently. Reps log roughly 11 hours a week into CRM. These aren't separate problems. They're the same problem, visible from four different reports.
We are not a pure CRM implementer. We design the operation; certified delivery partners configure the platform. The boundary matters. Most failed sales transformations confused the two.
Replace assumed funnel performance with measured. Where qualification actually happens, what it costs per outcome, how much AE time it absorbs.
Find where the existing operation duplicates work an agent can now do, and where it's blind to work it should be doing.
Redesign team shape, process flow, and data inputs around the new top-of-funnel layer. Move the human work up the stack.
Leave the operation able to run the new model without us, with the measurement to prove it's working.
A four-week engagement that exposes how much of your top-of-funnel work an autonomous agent could already absorb, and what your operation needs to look like once it does.
Measure where SDR and AE time goes, where qualification happens, and what each qualified lead actually costs. Map the funnel as it runs, not as it's reported.
Identify which top-of-funnel activities production agents can already absorb. Quantify the gap between current cost and post-redesign cost, and the team-shape change implied.
Present a structured view of the redesign required: team shape, platform path, data prerequisites, sequencing. Decision-ready, not an inspiration deck.
Commercial Intelligence is the shared sales memory layer for mid-market B2B teams. It captures what each rep learns from every buyer interaction, structures it against the accounts and contacts the work belongs to, and turns it into a signal the whole team can act on.
Most B2B deals are won or lost across a buying committee, not a single contact. CRM captures the what: calls logged, meetings held, stages moved. It captures almost nothing of the signal the rep in the room actually picked up. That intelligence currently lives in inboxes, side-conversations, and headcount churn. Commercial Intelligence makes it institutional.
After a call, between meetings, on the way back to the office. Capture is built so it never competes with selling time, and so what the rep heard doesn't decay before it gets recorded. Entity detection attaches every note to the contacts, accounts, leads, opportunities, projects, and orders it belongs to, with no manual tagging.
Buying decisions in B2B are not single-contact events. Commercial Intelligence reads sentiment against every entity in the buying group, champion, blocker, economic buyer, new joiner, silent observer, and turns the room temperature into a score the rep and the sales leader can both see. Whether the deal is improving or stalling becomes a number, not a feeling.
Insight propagates automatically to colleagues working the same accounts or buying committees. The CFO whose conversation closed sceptical last quarter is the same CFO joining this quarter's deal, and the rep walking into the meeting now knows it. Sales leaders see the rolled-up view of account, opportunity, and pipeline health without chasing reps for status updates that decay the moment they're written.
Commercial Intelligence is in early access with a small group of mid-market B2B sales organisations through 2026. Available to a limited number of additional design partners.
The agents went production within the last twelve months. The operations that have redesigned around them haven't yet completed a full pipeline cycle to report on. We are publishing the first set as engagements reach measurable outcomes.
In the meantime: the diagnostic is the proof.